The Ledger, every show

“I actually believe MVPs are not the right way to sell. So an MVP is a minimum viable product. I think that's too far advanced. We do a technique we call sell the tell.”

“Your clients want you to be profitable. In fact, it's the number one customer, the number one person in your life that wants to be profitable is not you, it's actually your customer, and we don't believe that.”

“We usually cut the lowest, 20% of customers, Because inevitably they are costing you money, and you don't even see it. It's like, oh, I'm making revenue, this is great. The expenses are in excess of the revenue, and the emotional, you know, the emotional weigh…”

“We believe that sales cures everything, and that is total nonsense. Total nonsense. What sales does is it can bring in more cash, but also brings in more organizational stress. You have more responsibility now, more things you need to service.”

“So when a business says we're cranking up revenue, I am looking to see, are they doing it through diversifying their offering, which I think is a mistake. Instead of becoming special, they're doing many things, and they dilute their ability, they're not effici…”

“And what price dictates is the quality of customer. You will find customers at the lower price point. And for anyone here that sells at a low price point, if you ever found that your customers are really bitchy and moany and they really suck, it's because you'…”

“We generally say, if you're not generating ten million dollars doing your one thing, you haven't arrived yet, you're not good enough yet. For most businesses, that's about point oh, one percent of the market cap. So, it's nothing. Yet most businesses said, oh,…”

“The number one job of an entrepreneur is not to do the job. The number one job of an entrepreneur is to create jobs for the other kids in your class. 19 kids in your kindergarten class want good jobs with good companies to live a good life with just good exper…”

“What do you love to do so much you'll never give it up? Delegate that. Because when you can delegate your passion, you'll learn to delegate the entirety of your business.”

“Because if you have a customer that generates a lot of revenue, but you don't like working with them, you automatically, inherently, subconsciously perhaps, deprioritize their service. You don't call them back as quickly, you delay it, you avoid it.”

“Computer crime investigation, and the Enron trial broke. My company, right place, right time, we got the Enron trial. Now, to give context, we were not the prosecution. That's the FBI, the CIA, you know. We were the defense. So if you remember names like Kenne…”

“Wherever someone is financially today, they feel their freedom is double of their current worth. So if you're worth a 100,000, when I get a two hundo, I'm good. And people at two are saying four, and people at a mill are saying two.”

“Better than the competition is not noticeable. You answer the phone in two rings. I answer in one. I'm technically better. The customer won't notice. You run a standard baseball game. I have a grandma banana dancing around. I win. You gotta be different.”

“When your customer tells you you're doing right, they don't tell you what you're doing right, they tell you how they're judging you, what they're observing. You and I do, you do thousands of things for your customer. Your customer does not see the thousand thi…”

“Don't ask what you're doing wrong because people lie to each other, social consequence. Ask what is wrong with my industry.”

“17% of the population ever attempts to start a business. So if you think about kindergarten and the, you know, 20 kids in your class, 17, three kids, maybe four kids, ever attempt to start a business. 20% ever start a business and after five years are doing it…”

“There was a study from the SBA in conjunction with a major bank. They identified 83% of small businesses in the US. There's thirty six million of us now. Under twenty five million in revenue are considered a small business. So it's probably the majority of thi…”

“Parkinson's states that our demand for a resource expands as the resource expands, the more time you have to do something, the longer it'll take. The more cookies that are served as a dessert, the more you're going to eat. Guilty. And the more money you make i…”

“Oh, we do, with every business we invest in, we immediately schedule a four-week vacation for the business owner within one year of today.”

“I share in the profit, and I give strategic direction. I vote. I don't do any of the work in the business. So for every one of the companies, we have a president, we have a C-suite, if you will, and these are some of the small businesses. C-suite could be like…”